The Dealer Playbook (general, business, automotive)

Michael Cirillo returns to the mic with an update about what he's been up to as well as what the future holds for the podcast. He addresses the elephant in the room - the finale of the show with an explanation. Michael also shares what he's been up to while off the mic, including some pretty exciting opportunities for dealers to level up and dominate. This episode of the podcast is brought to you by

Direct download: S9_131.mp3
Category:general, business, automotive -- posted at: 1:00am PST

The digital age has brought about significant shifts in how consumers research and purchase vehicles. But that's where most of the focus has been about the sales process.

According to our guest, Jim De Luca, Vice President of The Digital Road to a Sale, the sales, and finance processes are very siloed and don't work well together. Most dealerships are focused primarily on creating a streamlined sales process but leave F&I to sit in the shadows.

Is your F&I Process stuck in the 80's?

It's not 1984, and there is a need for dealers to shift their F&I processes so that they adapt and fit in with consumer behavior in the 21st century.

In episode 89 of The Dealer Playbook, Jim De Luca provides insights into how dealers can provide a streamlined and efficient F&I process in a transparent way.

Transparent F&I Processes are a Must

Transparency, he mentions, is a key to having an efficient finance and insurance process in your store. When you consider the fact that consumers are asked to give private information to an individual that they've never met before is a pretty significant thing. It doesn't make much sense.

The best way to counter that gap in the process is by having a fully-featured F&I menu available during the sales process. That way you'll be able to provide the transparency and information that the customer is interested in.

Have a question for Jim? Connect with him here:


Connect with Michael!


Direct download: DPB89_JimDeLuca_v1.mp3
Category:general, business, automotive -- posted at: 12:00am PST

DPB 088: How to Create a Culture of Belief and Drive Big Results w/ Lisa Copeland

Creating a positive culture is something that we've discussed before on The Dealer Playbook, but session 88 of the show brings the culture topic to a new level.

Lisa Copeland, Head of Automotive Retail Strategies at the Culture Works, joins Michael as a guest to discuss culture specifically from the leadership point of view.

Those who hold a leadership position in a dealership are responsible for how that dealership operates. In fact, much of the performance of the team as a whole is dependent on the atmosphere that the leader creates.

Sadly, most dealerships are struggling to create an environment that positions its team members for growth.

In Episode 88, Lisa Copeland reveals some of the things that she did as a dealer to leverage the strengths of her team.

Guidelines aren't limitations

Lisa explains that it's important to have guidelines for your team to follow. In most cases, guidelines are thought of as constraints - things that you cannot do. In Lisa's stores, guidelines were a series of things that could be done, and by so doing, would empower each team member to perform at the highest degree possible.

It's about shifting your paradigm and understanding that the best way to have your team succeed is to outline what it will take to make it happen.

Leadership isn't Friendship

A well-respected leader is better than a good friend. That's not to suggest that you shouldn't be friendly with your team, but earning and keeping their trust as a leader will do more for your culture than trying to be buddy-buddy with them.

Know what drives your team members as individuals

Lisa mentions that understanding what motivates you is a powerful way to keep your team progressing. In previous episodes of the show, others have added their opinion about keeping motivated and the best way to do that.

As a leader, it's part of your job to motivate and inspire the team. One of the easiest ways to make that happen is by knowing what makes them tick.

Knowing what motivates you is something that Lisa is very passionate about which is why she is offering a complimentary motivators assessment to those that want it. The assessment is an exclusive offer to listeners of The Dealer Playbook, something that is normally worth $100.

If you want to take advantage of the offer, all you need to do is email Lisa Copeland here.

You can also follow Lisa Copeland on social media here:

Connect with Michael Cirillo on Social Media and say 'Hi!':


Direct download: DPB_88_LisaCopeland_mixdown_final.mp3
Category:general, business, automotive -- posted at: 11:38pm PST